CharTec 90-Day Roadmap to Success

Transcription

1 CharTec 90-Day Roadmap to Success Last Updated on: 01/24/2013

2 Forging the road to where you want to be takes more than just fueling up for the ride. It means finding the way, plowing through obstacles and focusing on the destination essentially, finding a roadmap to success. Knowing what to expect, preparing for the trip and realizing opportunities along the way help to strengthen the journey toward what lies ahead. Understanding how a well-planned roadmap leads the path to success is key, both in life and in sales. With the Roadmap to Success from CharTec, your newest salespeople are led down the path to find success within your MSP. From the start, the Roadmap to Success provides a clear view where success is to be found and how to take the appropriate steps to get there. Equip your new hires with the guidance they need to get to their destination closing more Managed Services deals for your MSP. As your salesperson moves through their Roadmap to Success, signs of early failure are easily identified and addressed before it s too late.

3 Base Pay and Commission Starting annual salary is $35,000. After the successful completion and Graduation of the 90 day road Map Salary will be increased to $40,000, Plus earned commissions and Bonus. After Successful booking of $8,000 per month in annuity agreements as per Exhibit A commissions will be paid on annuity basis, in addition, after $20,000 per month in annuity agreements is achieved Eric will receive.50% on all managed service revenue s net profit. Commission goes into effect after successful completion of the attached 90-day Road Map See Exhibits A and B. ARRC will provide a $ fuel allowance & a cell phone with data plan. Quotas $15K Profit Per Month in Hardware & Software Sales $15K Profit Per Month in Labor ( C7, Telco or Comp/Net) $4K Per Month in new Managed Service Agreements 750 Activity Points Vacation Schedule 1 Week of vacation after the first year of successful full time employment 2 Weeks of vacation per year after 3 years of successful full time employment 3 Weeks of vacation per year after 5 years of successful full time employment 4 Weeks of vacation per year after 7 years of successful full time employment Benefits Employer-Contributed Health Benefits Private Gym and Healthy Diet Options Company Sponsored Luncheons (weekly) Dental Insurance Family Life Insurance 401 (k) Retirement Plan Employee Product Discount Employee Trips and Incentives Access to Employee Library Employee Training and Certs Company Tools, Gadgets and Vehicles Paid Holidays Support Staff

4 Essential Duties and Responsibilities Meet company sales quotas for: o New ARRC Managed Service agreements o Profit on labor o Profit on hardware & software o Activity Points Conduct Quarterly Business Reviews with managed accounts Attend any daily, weekly, and/or monthly meetings with Sales Director and/or CEO Resolve critical issues with any client relationships Participate in ongoing strategy meetings Attend ARRC sponsored industry, charity, or educational events Keep up to date on industry related news and technology Update all activities, time sheets, and Sales processes within ConnectWise Develop relationships with Managed Service clients and prospects Maintain relationships with clients Maintain technology and selling skills as industry changes Attend all necessary company sponsored or third part sponsored training events Design and/or present proposals, presentations, and necessary agreements for prospects and clients Assist in any past due collections needed for Managed Service clients. Knowledge, Skills, and/or Abilities Required: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Ability to perform public speaking and presentations on ARRC Technology products and services. Interpersonal skills, such as telephony skills, communication skills, active listening, and customer-care Ability to diagnosis technical issues Ability to multi-task and adapt to changes quickly Technical awareness: ability to match resources to technical issues appropriately Understanding of support tools, techniques, and how technology is used to provide IT services Typing skills to ensure quick and accurate entry of service request details Self-motivated with the ability to work in a fast moving environment Ability to keep up on necessary ongoing industry related training Ability to create ConnectWise sales and marketing tracks Ability to implement marketing strategy using ConnectWise sales tracks 100% knowledge of ConnectWise software and ability to demonstrate ConnectWise software. I accept this agreement. I understand and agree to perform the required job duties to the absolute best of my ability. Most importantly, I will adhere to the ethical standards, business policies, and code of conduct established by ARRC Technology. Signature: Jimmy Salespro Date:

5 Exhibit A Sep-12 Sales Person Team Annuities New Agreements Erics Annuties Labor Hardware Points Total Sep-12 $170, $4, $8, $15, $15, Sample if All minimum quotas were met for one month! Percentage 0.50% % 2.00% 12.00% 10.00% $0.25 Total $ $4, $ $1, $1, $ , Jimmy Eric Salespro Pepe Annuities 0-8, % 8,000-20, % 20,001-40, % 40, , % 152, % New Agreements 0-1,000 Quota 4,000 0% 1,000-2,000 50% 2,001-4,000 75% 4,000-10, % 10, % Labor 0-4,000 Quota 15,000 0% 4,001-15,000 8% 15,000-25,000 12% 25, % Hardware Profit 0-8,000 Quota 15,000 0% 8,001-15,000 5% 15,001-25,000 10% 25, % Activity Points Quota $ $ $0.50

6 Exhibit B The below chart is based off of only meeting the Quota of $4,000 per month in Contracts Year 1 Residuals Year 2 Residuals 0.00% Jan $0.00 $4, % Jan $2, $52, % Feb $0.00 $8, % Feb $2, $56, % Mar $ $12, % Mar $2, $60, % Apr $ $16, % Apr $2, $64, % May $ $20, % May $2, $68, % Jun $ $24, % Jun $2, $72, % Jul $ $28, % Jul $3, $76, % Aug $ $32, % Aug $3, $80, % Sep $1, $36, % Sep $3, $84, % Oct $1, $40, % Oct $3, $88, % Nov $1, $44, % Nov $3, $92, % Dec $1, $48, % Dec $3, $96, $9, $35, Year 3 Residuals Year 4 Residuals 4.0% Jan $4, $100, % Jan $5, $148, % Feb $4, $104, % Feb $6, $152, % Mar $4, $108, % Mar $7, $156, % Apr $4, $112, % Apr $8, $160, % May $4, $116, % May $8, $164, % Jun $4, $120, % Jun $8, $168, % Jul $4, $124, % Jul $8, $172, % Aug $5, $128, % Aug $8, $176, % Sep $5, $132, % Sep $9, $180, % Oct $5, $136, % Oct $9, $184, % Nov $5, $140, % Nov $9, $188, % Dec $5, $144, % Dec $9, $192, $58, $99,000.00

7 Days 1-5: Line of Business Application Study and Training ARRC Technology basics o Know all labor rates o Know all management leaders o Know all team leads o Know ARRC Technology s history View and pass necessary tests on ConnectWise videos o Demo How to Create an Activity o Demo How to Create an Opportunity o Demo How to Look up a Client o Demo How to Look up an Agreement o Demo How to Look up Contact Info on a Client o Demo How to Add Notes in an Activity o Demo Use of the Sales Funnel o Demo How to Add a Client onto a Sales Track View and pass necessary tests on Quosal videos o Complete demonstration on how to create, send, and look up sales quotes View and pass necessary tests on Everest Videos o Demo How to Enter a New Client o Demo How to Create a Quote & Sales Order o Demo How to Look up a Client o Demo How to Look up a Client s Old Invoice o Demo How to Look up Client History o Demo How to Look up Part Numbers, Price, and Availability on Products o Demo How to Look up Past Quotes Meeting With HR 1 hr o Review test results o Complete training survey Meeting With CEO o Discussion on experience o Perform a demonstration on CW, Quosal and Everest based on videos Days 6-10: Department Shadowing Day 6 o Company tour and meet and greet 1 hr o Shadow NOC and Help Desk departments 1 hr

8 o Shadow Break Fix and Front Counter departments 1 hr o Shadow Warehouse/RMA departments 1 hr o Shadow Builds and Quality Control departments 2 hrs o End of day summary on departments Day 7 o Onsite with the Technicians 2 hrs o Onsite with the Cabling team 2 hrs o CSR Shadowing 1 hr o Shadow Account Management 2 hrs o End of day summary Day 8 o Accounting Receivables 1 hr o Shadowing Sales Rep 3 hrs o Shadowing In-house and Onsite Project Management 4 hrs o End of day summary Day 9 o Shadow Operations 2 hrs ConnectWise overview LabTech, Everest, and Quosal overviews Receive all passwords and logins End of day summary Day 10 o Competitor Familiarization 6 hrs Identify Competition (Top 3 for each) Managed Services Telco Cabling Websites Summary on each competitor including the following information How long in business What s their onsite hourly rate What are their core competencies o Meeting with HR 1 hr Hand in summaries Discussion on experience Complete HR survey

9 o Meeting with CEO 1 hr Discussion on experience CEO overview and questions on departments Competitor discussion Days 11-30: Enhance Product Knowledge and Sales Presentations Demonstrate that you have a firm understanding of the following products (videos and recorded Webinars can be found on the CharTec site): o ARRC Full Managed Services offering o ARRC Lite Managed Services offering o Backup Disaster and Recovery Solution o RADAR o Reflexion SPAM Control o DISC o Visitor ID o Website Creation Watch and study the A-C Sales Process video and whitepaper Watch and summarize key take away points from Academy Intro and Keynote video by Alex Rogers Watch and summarize key take away points from Sales Presentation Renovation video by Alex Rogers Watch and summarize key take away points from Don t Spin Your Wheels, Ink the deal! Watch and summarize key take away points from Creating Fat Tracks for Real Marketing Watch all CharTec role play videos on the CharTec Connect site o All Bases Covered o Taking Initiative o Vendor Management o Professional Services o Security Management o Backup Disaster and Recovery o Proposal o Website Revenue Generation o Flat Rate IT Services

10 Watch all Objection videos on the CharTec Connect site o Length of Agreement o Price o Let me think about it o Owning Equipment o Explaining the Network Meeting With HR 1 hr o Turn in all video summaries and take away points o Turn in book summaries and papers o Complete training survey Meeting With CEO o Discussion on experience and summaries o Give an overview of both ARRC Managed Services Products o Be prepared to answer Objections o Perform a full demo on Visitor ID, Radar, and Address on the Fly o Explain the general concept of the BDR Days 31-40: Study and Practice Discovery and Presentation Sales Discovery process o Demonstrate a firm understanding of all Discovery Questions o Create and personalize the presentation o Design a proposal for Telco, Networking and Managed Services o Create a Visio diagram Study Managed Service offering presentation o Memorize slides and stories o Practice and role play Managed Service presentation Meet with HR 1 hr o Turn in sample presentation, proposal, and diagram o Complete training survey Meet with CEO on Managed Service presentation training 2 hrs o Explain Discovery Process o Sales training with CEO o First role play practice presentation to CEO Days 41-50: Document Creation and Presentation Review Agreements

11 o Create a Full Version Manage Service agreement o Study the agreement o Be able to demonstrate a full understanding of the Managed Service agreement o Agreement objections Quarterly Business Reviews o Watch QBR role play video on the CharTec Connect site o Understand the reasons for QBR Practice Manage Service presentations and understanding objections o Full Version of Managed Services o Lite Version of Managed Services o BDR o Website Meet with HR 1 hr o Complete training survey Meet with CEO on Managed Service presentation training 3 hrs o Demonstrate a full understanding of the agreement o Role play the agreement o Role play agreement objections o QBR discussion and explanation o Role play and Sales Training o Question and answer time on Managed Services Days 51-60: Onsite and In-House Sales Shadowing with All Members of the Sales Team Phone Systems, Cabling, and Video Conferencing Studying o Learn how to install and setup Skype o Mitel sales training o Cabling Infrastructure study guide o Learn the Mondo Pad o Research the benefits for dual screens Social Media o Setup or update Facebook profile o Setup or update LinkedIn profile Meeting with CEO o Present the following proposals Mitel Phone System Mondo Pad with demonstration

12 o Sales training on presentations Slide training Role playing Days 60-75: Shadowing and Presentation Practice Sales shadowing and Account Management o Listen to Quality Assurance Live Calls ( 2 Days ) o Onsite QBR With Account management team Practice Managed Service Presentation o Present to the Officers Practice Telco Presentation o Present to the Officers Practice BDR Presentation o Present to the Officers Practice The Proposal For a Project and Managed Services o Present to the Officers Days 76-90: Start of Sales Process and Final Review Enter all current prospects into ConnectWise o Create a Sales Track o Run a Sales Track o Setup 5-10 appointments with your current Prospects Start the sales process Create Activities and Opportunities Meet with CEO for final Road Map review o Funnel o Activity Points o Summary o Facebook o LinkedIn o Discuss the Prospects within the sales process o CEO will send out a letter to the client base announcing the new arrival to the team

13 2013 CharTec LLC. All rights reserved. Reproduction in any manner whatsoever without the written permission of CharTec LLC. is strictly prohibited. This document contains confidential and proprietary intellectual property of CharTec LLC. Disclosure of this document to any party is strictly forbidden by any non-disclosure agreement(s) in effect.